Meet the Team
In the Account Executive, Premium Services and software role, success is directly associated with creating strong and meaningful customer relationships and attainment of sales targets from net-new services and software buying programs growth in your assigned accounts. You will collaborate with the extended account team: Account Manager, Sales Engineering, Solutions Architects, Software and Service Renewal Managers, Core Services seller, Delivery, Legal, Finance, and our Partner ecosystem to develop services strategies and drive new opportunities to closure.
Your Impact
As a Premium Services and Software seller, you are expected to be the chief outcomes strategist, leading the overall services and software strategy and the supporting team. You will have the ability to understand your customers business in such an intimate way as to create compelling sales opportunities, aligned to your customers defined business outcomes, financial needs, and long-term objectives, and will use this knowledge to drive incremental value for the customer and growth for Cisco, utilizing the Cisco Sales and Lifecycle Selling methodology.
In the Premium Services and Software seller role and as a key member of the account team, you will drive customer experience transformation & intimacy and lead the services and software strategy within our largest accounts. You will be essential in increasing Premium Services and software offerings and penetration within our customers and in maximizing our New, Recurring Annual Services incremental contract value, an extremely important financial metric for Cisco. You will be expected to create and increase opportunity pipeline to meet or exceed your Services and Software sales quota.
In this role, you will provide leadership in the customer account with respect to Cisco Services and drive the execution of customer/partner facing activities to conclusion in a quality, timely, and appropriate manner. It will be important for you to develop a deep knowledge of the customer and their needs to ensure you can provide a first-class solution. You will be the expert on Cisco strategic services and advise the sales team and/or partner on the best services solution to achieve customer outcomes and value realization throughout the customer lifecycle.
You are a strategic thinker whose primary goal is to deliver outstanding business outcomes to your customers. You hold yourself accountable for driving new and incremental business within your customer base. You have a collaborative mindset and understand the value of the collective team with the ability to pull in essential team members and execute to closure. You are a sales professional with proven success in the technology services industry with a strong drive to get results and very motivated to exceed sales goals. You will use your natural curiosity and empathy to establish relationships and provide the best solutions to our customers. You will be tenacious in the hunt and closure of sales opportunities.
Minimum Requirements
BA/BS degree in technology related fields or marketing/management
Some travel may be required
Collaborate and drive cross functional team within Cisco through influence of desired outcomes
Ability to develop trusted relationships based on deep understanding of the customer's perspective
Understanding of Key Drivers and Strategic Imperatives of relevant Industry
3-5 years of services pre-sales experience in IT or related industry
3-5 years of experience working with channel partners
Knowledge of Cisco’s or a competitor’s Professional / Advanced Services portfolio
Expertise in Consultative solution selling aligned to each customer’s unique business problems and strategic objectives
Uncovers and understands customer strategies and objectives; identifies and manages multiple buyer personas (c-level, technical, economic, etc.). Ability to tailor messages to an appropriate audience.
Preferred Requirements
◦ Experience selling Cisco’s Technical Services portfolio through Buying Programs.
◦ Knowledge of Cisco’s or a competitor’s Professional / Advanced Services portfolio
◦ Understanding of Key Drivers and Strategic Imperatives of relevant Industry
◦ 8-10 years of experience selling through channel partners
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